Tag: Productivity

Our guest this week is Melissa Smith, Virtual Assistant Matchmaker for The PVA. She helps people around the world…do business around the world by helping them to find virtual assistants. We discuss how the idea of when and how we work is constantly shifting and why being flexible with the “rules” can help you achieve goals that have otherwise eluded you.

This week’s guest is Steve Nudelberg, author of Confessions of a Serial Salesman: 27 rules for influencers and leaders that will change your life and business.

Steve Nudelberg’s attitude has kept him at the top of his game in sales and life. It’s evident in his writing, speaking and sales training. Today we discuss how he achieved that attitude, how the world of sales is changing and what he thinks you should be doing right now to take advantage and beat your competition.

Based on a special report titled “Managing with the Brain in Mind” written by David Rock, founding president of the NeuroLeadership Institute. Chad Harrison takes us through the concept of managing employee engagement using the SCARF method.

What is the SCARF method you ask? Neuroscientists believe people respond to all things with either a threat or a reward response. In turn, they also believe you can drive specific behavior if you focus on five key social qualities that will trigger a reward response. These five qualities are Status, Certainty, Autonomy, Relatedness, and Fairness (SCARF).

If you are a leader (or aspiring leader) in your organization, plan to listen to this one more than once. There was so much richness in this discussion, we had to split it in to 2 parts.

This week, Jeff and Christie talk all things CRM and Sales Enablement with Tracy Larson, President of WeSuite. If you have ever struggled through a CRM implementation or aren’t sure if you need a CRM system, this episode is definitely for you. Some sage advice from Tracy:

Don’t over customize the system

Make it easy for your team to enter and get data

Show performance and predicted performance data to your team

Don’t underestimate the value of the coaching process during implementation

It seems everywhere we look, someone is talking about prospecting. What to do, what not to do, how to win, what pitfalls to avoid…It can be overwhelming for even the best sales people to know the right approach to take.

In this episode, we talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline. Some of the topics we cover include:

Morgan J Ingram joins us on this week’s episode of The Why and The Buy. Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles. If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.

“I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days. Busy…busy…busy…We are all just so busy. Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes. Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky. They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

In this episode, we cover the ever popular topic of Goal Setting. Yes, I heard collective groans as soon as I typed that topic. All joking aside, if you want to achieve true success, you have to take this topic seriously…and we don’t mean just once per year!

It’s not WHAT you know, it’s not even WHO you know, It’s what you IMPLEMENT that counts. – Brian Moran

Goal planning is not a one-time event. It is an on-going, iterative process. So how do you plan for goal success? In this episode, we will discuss techniques such as:

In this episode, Jeff and Christie interview Chi Chi Okezie. As owner/producer of SIMPLEnetworking, LLC in Atlanta, GA, Chi Chi Okezie enjoys helping university students, professionals, companies and state / government agencies polish their professional approach.

Some people don’t realize they needed to invest more in their network until they need that network to help them. You have to plan, build, and pay it forward first. – Chi Chi Okezie

Chi Chi discusses her path to entrepreneurship and the networking approach she teaches others:

INDUCT

INFORM

INQUIRE

INVITE

Listen in for more information on this simple, yet effective approach.